When interest rates jumped in 2022, Adam Rutledge discovered something brutal: half his team weren't real estate agents, they were order takers riding a hot market. The moment conditions shifted, the pretenders disappeared and the real salespeople had to adapt. Adam runs Rutledge Property Group in Medford, Oregon, owns 84 rental properties, and is projecting 100 million in sales next year. But here's what makes this conversation different: he's not selling you a course or a secret system. He's challenging you to get brutally honest about whether you're actually doing the basics that work. This episode will either fire you up or make you uncomfortable. Probably both. Key themes we dig into: The 20 conversation rule: Why hitting 100 two-way conversations per week about real estate is the only metric that matters How to use AI role-play to practice scripts before high-stakes appointments (instead of practicing on actual clients) Why 90% of agents have never read their purchase and sale agreement cover to cover, and how that's costing them deals The Q4 challenge structure Adam's team is running through December 31st to set up a killer 2026 Golden handcuffs: How giving your team ownership (not just perks) creates retention that survives market shifts Leading vs lagging indicators: Why chasing paychecks keeps you in feast-famine cycles The shift from authoritarian team leadership to invitation and buy-in If you've been waiting for someone to hand you the secret formula, this isn't that episode. But if you're ready to stop making excuses and start doing the uncomfortable work that actually produces results, Adam's blueprint will show you exactly where to focus. Real estate is a contact sport. And if you're not making contacts consistently, you're gambling that the market will stay easy forever. Ready to level up your game and join a community that's done with shortcuts? Learn more about Next Level Agents at https://nextlevelagents.com/exp/ ​​Please leave us a review at ⁠⁠https://ratethispodcast.com/nla⁠⁠